When to Refuse the Sale

.The buyer abuses your sales or customer service employees. Have a tolerance limit for those who belittle, swear, demean or yell during the sales process
.The buyer asks for a bribe or financial kickback. Earn your sales with service, quality and integrity
.The time and effort to quote, follow-up, close and fulfill the order will be more than the possible gain. This only puts stress on your cash flow and people resources.
.The product or service won't do the job for the customer that they expect. Be honest and offer a better solution or send them to another source. It will pay off in the long run.
.The buyer asks for too many changes and unusual options. Be flexible but don't venture into untried territory that you can't get out of.
.You can't possibly meet the delivery date needed by the customer. It may cause final payment problems later and the loss of future business.
.On a previous order the customer kept complaining about trivial things and asking for discounts

Barry is a speaker and trainer on marketing and The Customer Experience. www.idealetter.com